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Business-to-Business Marketing

Michael H. Morris | Leyland Pitt | Earl Dwight Honeycutt
€262.88
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A01=Earl Dwight Honeycutt
A01=Leyland Pitt
A01=Michael H. Morris
Author_Earl Dwight Honeycutt
Author_Leyland Pitt
Author_Michael H. Morris
Business -to-Business Marketing
Category=KJS
eq_bestseller
eq_business-finance-law
eq_isMigrated=1
eq_isMigrated=2
eq_nobargain
eq_non-fiction

Product details

  • ISBN 9780803959644
  • Weight: 1130g
  • Dimensions: 177 x 254mm
  • Publication Date: 30 May 2001
  • Publisher: SAGE Publications Inc
  • Publication City/Country: US
  • Product Form: Hardback
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Description

Thoroughly updated, this much anticipated new edition provides students with a comprehensive, state-of-the-art view of industrial marketing. With a focus on strategic thinking and acting, the authors examine the distinct challenges of the business-to-business marketplace. These include: faster product and service development; shortened product life cycles;, new processes for selling, distribution, and customer service; increase in entrepreneurial firms; and the need to create and sustain long-term customer relationships. Separate chapters are devoted to buying decisions, market research and analysis, and purchasing practices, including treatment of the latest technological developments in just-in-time systems, Web-based procurement, and enterprise resource planning and manufacturing systems. Each chapter includes illustrations of real world marketing issues, key concepts, learning objectives, and discussion questions.

 
About Earl Dwight Honeycutt | Leyland Pitt | Michael H. Morris
Leyland Pitt is the Dennis Culver EMBA Alumni Chair of Business, Beedie School of Business, Simon Fraser University, Vancouver, Canada, and also Affiliate Professor in Industrial Marketing at the Royal Institute of Technology, Stockholm, Sweden. He has also taught on executive and MBA programs at schools such as the Graham School of Continuing Studies (University of Chicago), Columbia University Graduate School of Business, Rotterdam School of Management, and London Business School. His work has been published in such journals, as Information Systems Research, Journal of the Academy of Marketing Science, Sloan Management Review, California Management Review, Communications of the ACM, and MIS Quarterly (which he also served as Associate Editor).

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